Case Study: a handheld test equipment manufacturing company achieves 2 million revenue growth and forecast accuracy with Sales Xceleration

Streamlining Processes to Accomplish Forecast Accuracy

Sales Xceleration worked with a handheld test equipment manufacturing company that had been operating for 65 years but was facing major sales organization issues. The company had an unrealistic forecast, unclear goals, weak compensation structure, limited sales training, and declining market dominance, while its sales leader was nearing retirement and the business needed help reassessing its sales structure.

Sales Xceleration provided an Outsourced VP of Sales and began with a 4.0 Assessment to identify gaps and align the team, then implemented standard sales management best practices, rebuilt forecasting, introduced a variable compensation plan, and improved rep training, accountability, and marketing outreach. The company hit its sales forecast for the first time in over two years, hired a new sales leader, increased account manager performance, and is now expecting 18% year-over-year revenue growth while running 1.8% ahead of monthly forecast, with a $2 million increase in revenue reported.